Posted on September 30th, 2008 in Telemarketing

Telemarketers come in all shapes and sizes and are constantly selling us all sorts of garbage. But they are not always selling us a service or a product, as sometimes they are persuading us to do something. Now normally telephone sales people try to get us to buy something but not always. Occasionally they try to get us change our opinion, re-enforce our decision or vote for something. How do they do this you ask?

Well it is simple really, first they attempt to get us to fear the outcome if we fail to act. For instance if we vote for the Republicans then the Democrats will lose and that will mean Global Warming will destroy the Planet they will say. Or if we vote for Democrats then the Republicans will not get elected and the International Terrorists will come into our country and your family will be in grave danger.

When selling on the phone these telemarketers will work very hard to scare you and act like your friend and get you to commit yourself to vote for their initiative or candidate. This is how they sell troubling topics on the telephone and you might enjoy listening for it and watching the manipulation of the conversation and use of tactics. Consider all this in 2006.

“Lance Winslow” - Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; http://www.WorldThinkTank.net/. Lance is a guest writer for Our Spokane Magazine in Spokane, Washington

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Posted on September 29th, 2008 in Telemarketing

The use of telephone to carry out marketing campaigns is called telemarketing. Marketing has come a long way, from selling stuff door to door to using internet and telephones. Telemarketing is a huge success today where goods and services are marketed directly to the prospective customers. It is also the use of telephones to receive the orders and any inquiries relating to the advertisement and promotions carried.

There are two types of telemarketing-Outbound and Inbound telemarketing. In outbound telemarketing the marketer calls up all the prospective or existing customers to campaign for the new products and services, generate and qualify leads, prompt them to visit stores and showrooms and set appointments and also provide information to existing buyers on hot and exciting deals. So the efforts here are proactive whereas in inbound marketing the efforts are reactive where the respective agent takes orders for the products and also processes inquiries and request made by the customers. Here you publish, display and mention your phone numbers in catalogs, direct mail, emails, faxes, print ads, on websites and radios and televisions to boost revenues.

Categories of Telemarketing:

Telemarketing can be classified into two main categories:

1. Business-to-business

2. Business-to-consumer

Business-to-business telemarketing: This type of marketing depends on outbound telemarketing to get as many customers as they can, qualify prospects and pass hot leads to sales representatives and deal closers. It also relies on inbound telemarketing to make follow up by the selling agents, close sales and to process orders.

Business-to-consumer telemarketing: The consumers depend on the outbound as well as the inbound telemarketing to purchase stuff and products launched. Inbound telemarketing helps them to know about the products and can clear up any queries they have about the products they want to purchase. Outbound marketing helps reach all the existing and prospective consumers to market about the products.

There are two broad divisions within these two categories-Lead Generation and Sales. In Lead generation the main aim is to get information and in sales the aim is to sell something to someone.
The supply of the products totally depends on the demands which are created by advertising for the products, publicity and the efforts of the sales group.

Telemarketing can be carried from the companys office or even from your own house if you want to sell your own product. Telemarketing usually involves a two call process to make it effective-Calls that are made to determine the needs of the prospective or existing customers and the calls that are made to motivate them to buy the products.

Negative aspects:

However despite of all the advantages, telemarketing also has been associated with number of scams like overpricing products or services fraudulently and also multilevel marketing. The identification and past buying history of prospective buyers are obtained by various means even from another companys database or telephone directory. This is to find out those prospective buyers most likely to buy the products and persuade them to send money to the scheme. This way they make unsolicited calls using high-pressure sales techniques which can sometimes be very annoying, so telemarketing has got the bad name of unethical business practice.

Now, consumers can indicate if they not want such calls being made by implementing “Do Not Call” listings. In case you get calls from any companies despite of that the company would have to pay heavy penalties.

Jeffrey Meier of Jam727 Enterprises at http://www.Jam727.com offers information articles such as Telemarketing articles like http://www.jam727.com/Telemarketing/telemarketing/index.html

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Posted on September 29th, 2008 in Telemarketing

Is a telemarketing service the right way for you to promote your business? I am as guilty as anyone of complaining endlessly about telemarketing services calling at the worst times. After all, telemarketing is probably the most controversial advertising technique ever. However, sometimes a good telemarketing service, believe it or not, can help your business. We know that telemarketing can be effective, but there are now many legal concerns about using it. With that in mind, there are some things you should do to ensure that a telemarketing service will be the right way for you to promote your business.

Any telemarketing service will know that there are many new laws in place. These laws regulate the use of phone calls as a means of marketing based on the time frames. One of the big complaints with regard to telemarketing is that they either call too late, too early, or during family time. The other concern is that your telemarketing service calls only individuals who have not said they dont want to receive the phone calls. Make sure the company you decide to use is of high standards and pays close attention to detail.

There is good reason to select carefully when going with a telemarketing service. For one thing, you want to keep your company from a bad reputation. If customers are bothered by your phone calls, then the image hit is a hard one. It can terribly tarnish the name of the company you have worked so hard to build. However, there are good, smart, and effective telemarketing services that will allow you to promote your business effectively without killing your image.

What it comes down to, then, aside from finding the right telemarketing service whether or not you want to go that route. Some people are just fundamentally opposed to telemarketing in any form and thus would not use it no matter how effective it may be. That decision is one you will have to make for your business based on your personal feelings about such a controversial means of marketing a business. In addition, you should factor in the cost of using a telemarketing service versus how much money it can help you make as well as how efficiently the company works. The overall use of telemarketing can be effective, but you need to decide if it will be in your situation and under your feelings.

For many businesses, big and small, telemarketing services can be a necessity. They can be used with a lot of success as well. If you do think you might use a telemarketing service to advertise your company or your service, make sure you use a company that will screen employees as well has hire and train them effectively. If you keep those simple things in mind, a telemarketing service just might be the way for you to promote your business.

If would like to find more of my personal articles on telemarketing services, please feel free to visit my website on telemarketing!

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Posted on September 29th, 2008 in Telemarketing

Having been in telephone selling, telemarketing, tele-selling, telephone soliciting, inside sales, call center management, or whatever else you want to name it, for decades, Im always returning to the foundational question: Why do people freak-out about cold-calling?

Its not that it comes automatically to me, that I simply cant wait to hop on the line 24/7.

I need to psych myself up for the game, but Im not at all paralyzed by the idea of reaching out to sell strangers. In fact, overall, I find it exhilarating and rewarding and always surprising.

What makes the difference between the soldier who has customary battle jitters but who still does his duty and even engages in occasional heroics, and his pal, next to him, who cant catch his breath, and who freezes when combat calls?

I believe part of the answer is FOCUS.

The utterly nervous, unraveling trooper is focusing inordinately on himself.

He monitors every jagged, shallow breath, notes his heart pounding through his chest, constantly wringing off his clammy hands.

His mate, by contrast is thinking about the task at hand: First Ill leap up, then Ill run as fast as I can to that barrier, then Ill flatten out like a pancake. Okay, number one!

The successful cold caller has scripted his approach, but hes not thinking about rushing to a close. He focuses on his first words and tones with the initial person hes likely to encounter.

In business to business phoning this generally means a receptionist or a secretary or administrative type. The successful caller aims his first line at that person, not at his ultimate target.

Especially if he is using a new script, he privately rehearses his message, reading it aloud to himself or in role plays with others, over and again, until it feels and sounds natural. Like those battlers that can dissemble their rifles and reassemble them blindfolded, the cold caller seeks the same kind of mastery with his tool, his message.

By the time hes under live fire hes poised, feeling confident, and definitely able to improvise as the cut and thrust of selling and buying proceeds.

If you freeze at the mention of cold calling, forget about yourself right then and there.

Concentrate on mastering your message. It can make the difference between shivers and chivalry, and of course, failure and success.

Dr. Gary S. Goodman is a top trainer, conference and convention speaker, and sales, customer service, and negotiation consultant. A frequent expert commentator on radio and TV, he is also the best-selling author of 12 books, more than 1,000 articles and several popular audio and video programs. His seminars are sponsored internationally and he is a faculty member at more than 40 universities, including UC Berkeley and UCLA. Gary brings over two decades of sales, management and consulting experience to the table, with impressive academic credentials: A Ph.D. from USC, an MBA from the Peter F. Drucker School of Management, and a J.D. degree from Loyola Law School, his clients include several Fortune 1000 companies..

His web site is: http://www.customersatisfaction.com and he can be seen on CNBC at: http://www.cnbc.com/id/15840232?video=417455932# and reached at: gary@customersatisfaction.com His blogs include: YOUR CUSTOMER SERVICE SUCKS! and ALWAYS COLD CALL! at: http://www.alwayscoldcall.blogspot.com

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Posted on September 28th, 2008 in Telemarketing

Cold calling methods that are new and effective are hard to come by. Why? Well because there is only so much you can do on the phone and cold calling methods have been around so long that most people are immune to them. But there is a solution.

Consumers today are not going to fall for the old cold calling methods that your sales manager is teaching you. So what do you do?

What you need to do is to find new ways to market and get your message across to your prospects. I find that the most effective way to sell is not by cold calling but by using marketing to supplement and even totally replace cold calling.

So your new cold calling method is not on the phone but off the phone. Heres what you need. You need targeted advertising to reach hundreds if not thousands of people that allows the individuals who are interested a way contact you or submit their contact information to you so you can contact them. Sound difficult? If it does dont worry, because its not.

Advertising could be anything from banner ads, websites, magazine and newspaper articles, signs, direct mail, flyers, blogs, etc, etc. All these methods even work for local markets so dont worry. There are literally hundreds of ways to advertise and a lot of them are free if you know how to do it. See, were already coming up with new cold calling methods.

Once you figure out what advertising method you want you need to funnel them into one source. This will allow you to track, test, and improve your marketing. Once you have all your advertising going to one source you need to get their information or compel them enough to contact you. This again is easier than it sounds once you figure it out.

After you have this system in place all you have to do is respond to the people who call you and contact the people who have sent you their information. And there you have it, no more cold calling. Plus, you are now selling to highly qualified and interested leads. This puts you in such a position of power. I would take that over any other cold calling method any day.

If you want to find new Cold Calling Methods and start generating hot sales leads then go to http://www.ColdCallFacts.com right now to get your free guide.

The website http://www.ColdCallFacts.com provides real world methods to generate sales leads with no cold calling.

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Posted on September 28th, 2008 in Telemarketing

The first thing a marketing campaign planning team should consider when going into Virgin Territory to expand their business; is cold calling accepted in this industry? If it is then it pays to make large lists of the most potential prospects and which are best for your company.

Then cluster these accounts and consider the servicing or delivering to that area. Many customers all together make a lot of sense and keep your deliveries or service units efficient in routing. It just makes everything so much better to cluster and think like that from the very beginning of a marketing campaign.

If cold calling is acceptable in your industry, then by all means pick up that phone and start dialing and attempt to get a Yes or No from the decision maker. It saves both your companys sales team time from calling rather than wasting a visit and the companies you are trying to sell to from having their time wasted as well.

By doing this you can get to people who make decisions that your other marketing may not have. For instance advertising on the radio on the way to work, well that may be heard by their employees but not the boss who is listening to his favorite CDs or already on his cell phone on the way into the office.

Cold Calling may seem like a horrible job, but it is also the most efficient and makes the most sense from a business standpoint. Keep it simple, get to the decision maker, open the door to a sales call, or written proposal by fax, drop off or mail. Please consider all this in 2006.

“Lance Winslow” - Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; http://www.WorldThinkTank.net/. Lance is a guest writer for Our Spokane Magazine in Spokane, Washington

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As more and more people enter the sales profession, less and less are utilizing cold calling as their prospecting technique of choice.Why is this happening? Why is cold calling going away?There are several reasons. First of all, prospects have become so sick and tired of cold calling that they have reached the point of total intolerance. Seasone...

Cold Calling Script Death - How to Generate Sales Leads with Ease
Cold calling scripts are dead and they have been for quite some time now. Im here to tell you that its a good thing and you shouldnt be worried at all. But first lets look at why its dead.To begin with a cold calling script makes you sound like a robot. I dont care how many times you read it and practice it; you are still going to sound mechanical....

Cold Calling Tips - Top Tips To Increase Sales
Cold Calling Tips are a great way to improve your cold calling. But let me ask you this; why would you care to improve upon a method that doesnt work anymore and is outdated?I could give you cold calling tips till Im blue in the face but it wouldnt do you any good. Cold calling tips are about as helpful as teaching you how to surf the web with a fa...

Cold Calling Methods to Radically Increase Sales
Cold calling methods that are new and effective are hard to come by. Why? Well because there is only so much you can do on the phone and cold calling methods have been around so long that most people are immune to them. But there is a solution.Consumers today are not going to fall for the old cold calling methods that your sales manager is teaching...

Cold Calling and Charting Progress
If you are in sales cold calling is a great way to get sales appointments and quickly weed thru those who are interested and excited about what you are selling and those who are not interested.Some people believe because cold calling is a percentage game and few people actually wish to buy what you are selling. Nevertheless cold calling saves the s...

Most Effective Cold Calling Tip
If you are looking for the one piece of advice that will help, you propel yourself into cold calling record books for success you should only look to your phone for help. After all, it is only you, the phone involved in the transaction, and all that stands between you and a sale is the phone. If you are looking to ultimately succeed at cold calli...

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Posted on September 23rd, 2008 in Telemarketing

Email is a very cost efficient way to advertise to your clients. Heck, its practically FREE.

You indeed want to harvest emails as prospects call for information and as clients book appointments. The biggest obstacle Ive found is talking the receptionist into asking for the email. She feels if she gets a few negative responses, people dont want to give out their email.

And its true. People dont want to give out their email. It depends on how you ask them for it. Its your job to train people answering the phone to correctly ask.

Dont just say, Can I have your email address? The first response will be NO much of the time.

First, give them a reason why you need it. Tell them, So we can send you a confirmation for your appointment and some tips on how to get ready for our service, what is your email address?

Youre giving them a good reason. Then, youre assuming they will give you their email. There should be no hesitation in your voice. Kind of Oh, by the way, what was your email address?

The same type of questioning works for prospects who are gathering information on the phone and not quite ready to book an appointment.

Before you get off the phone, say, We have some detailed information about ———- (what you were just talking about), if I could get your email address, Ill send you the link.

If theyre interested, theyll give you their email. If theyre not interested, they werent going to buy anyway. Send them on their way.

The main idea is to get over the fear of asking for an email address. Then, begin asking with the best formula. Yes, some consumers are scared to give it out. They fear you will spam their email box or sell their address to another company.

First, always give a Reason Why..

Always tell them what you want to do with their email address first, it will put them at ease. If there are any objections after you tell them, let them know you would never spam them or sell their address.

As a last note, tell them youre out to make friends, not enemies. You wouldnt do anything with their email address they wouldnt want done. If they strongly disagree in giving the address out, so be it. Just book the job and gain a new customer.

John Braun is a copywriter with Hitman Advertising. John specializes in helping home service businesses improve their advertising and marketing return. He has a system called “Secrets to Highly Profitable Advertising.”

To get your FREE REPORT entitled How To Choose The Most Profitable Advertising for your service business, visit http://www.HitmanAdvertising.com

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Posted on September 22nd, 2008 in Telemarketing

My first experience in sales was in telemarketing. I was so scared that to this day I cant remember what I was selling. The sales trainer told me to read the script and all would be fine. I found a nice secluded corner desk where no one would hear me and dialed my first lead. I introduced myself and started to read the script I was given. I thought I was doing fine until the gentleman asked me a question. You cant do this to me; my trainer didnt say anything about questions; there are no questions in the script! Of course I didnt voice this out loud; I just broke out in a sweat, lost my place in the script and felt my throat closing. Since he had no idea who I was, thank heaven, I just hung up the phone. Silly wasnt I?

At that moment I decided I needed a new mindset. The person on the other end doesnt know me. The only reason they will speak to me is because I sound warm, friendly and polite and if I ask a question, even a simple one, I will wait for an answer. Have you experienced the caller who asks how you are today and doesnt wait for an answer just starts reading some words on a piece of paper?

Wouldnt it be nice to build up that trust and create a customer for yourself and the company you work for? You dont need a script. You should learn all you can about your company, the product or service youre selling before you pick up that phone. Try to be relaxed and get youre customer in the same mood.

Heres one of my best examples of listening and I think one of my favorite moments on the phone. A business owner called asking for some information to be sent to him. I tried to get some information about his operation to start a conversation but thats all I could get was a yes or no answer. From the name of his business I realized he owned many pretzel concessions that were located in movie theaters, etc. I was listening to his tone and it seemed to me that he wasnt unfriendly, perhaps just shy or had a really bad day. He proceeded to give me his name, address and in the middle of this information, I asked, Do they come with mustard? The long silence was deafening. I said, The pretzels, do they come with mustard? He started to laugh and I breathed a huge sigh of relief. I knew he would become a customer and he did. I looked forward to calling him for reorders and I really think he liked hearing from me. The moral of the story, believe in what youre selling, know your product and enjoy talking to your prospects. Relax and the orders will come.

Helen Robinson was the VP of a large marketing firm. She managed a Human Resource company dealing with the hiring of sales people. You will find excellent articles such as 7 Ways to Cut Loose from Old Sales Thinking on her website at http://sales-training.ideatreasury.com

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Posted on September 22nd, 2008 in Telemarketing

The use of telephone to sell a product or service is known as telemarketing. There are many companies, which use this marketing technique to increase sales. These companies get leads and from this list they call the prospective buyer to promote the products. The leads may be purchased from another company or taken from a telephone directory.

There are two types of telemarketing: One is inbound telemarketing and the other is outbound telemarketing.

Inbound: In inbound telemarketing the telemarketing companies get calls and they need to be answered, such as taking down a sales order, take service calls and the like. Inbound calls are much easier than outbound calls, as you know the type of questions, that are bound to be asked, as the questions are related to the products you promote. The company does telemarketing on its own or it may be outsourced to a third party. Most of the companies try to outsource their telemarketing to countries like India, to cut down their costs.

Outbound: In outbound telemarketing a person calls to promote or sell a product. They get leads and from these lists they call the person. Most of the companies use this way of direct marketing to promote products. Banks also telemarket their credits cards and promote many products.

Telemarketing has come of age and it is widely used through out the world. It is one of the cheapest and easiest ways of communication. Most of the companies do not have in-house staff for telemarketing, they outsource to other companies who specialize in this. These companies are paid per hour, per call or on per sale basis.

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Posted on September 22nd, 2008 in Telemarketing

After spending 20 years working in sales and a good proportion of that in new business sales, I can tell you that a lot of seasoned sales people hate to prospect. It can be time consuming, laborious, boring and very often damaging to the ego.

The real question though is; is it difficult? My answer to that is an emphatic, no. It can appear difficult if you do not really know what you are doing or have no plan to follow or if your definition of difficult is something that may entail rejection but we are not talking about explaining Heisenbergs Uncertainty Principle here.

The first thing you need to do when setting up a prospect session is have the right attitude. Many times I have seen seasoned sales people start off hunched up over the phone expecting defeat and feeling miserable. Then when the first couple of calls go badly they will cheerfully announce that they were right after all and that this it is waste of time. Brilliant!

So it is crucial before you start to have a positive mindset and a PLAN!

Probably the biggest clich in cold calling is that it is a numbers game. It is also very true, the more calls you make the more success you are likely to have but you have to follow a plan because without it you will be beaten before you start. So here we go, with the 10 tips to tremendous prospecting.

1. Have good material. Do not sit down with a Yellow Pages in front of you dialing number after number. Find as much information about your target company and the person you need to speak to beforehand. Calls that start, Can I speak to the person that arranges your training please? are doomed to failure. A call that starts Can I speak to Bob in HR please its Tim from A Daring Adventure is infinitely more likely to get passed a gatekeeper. If they ask you what it is about tell them it is of a personal nature. A fib? Well not really, it should be very personal when you are talking about coaching.

2. Block out time. Do not attempt to hit the phones for 5 hours non-stop. Take breaks at least hourly. Have a walk round, get a drink, boil an egg, anything that breaks your state. Then just before you sit back down, focus on how many calls you want to make in the next hour or however long and just do it.

3. Keep stats. These can be important as you do more prospecting as you will get an idea of how many calls you need to make to get an appointment. It can also encourage you to beat your own personal best each time. Stats can prove to be highly effective. Of course as you fine tune your skills your conversion rate will increase exponentially.

4. Get comfortable. Some people prefer to make calls stood up or even walking around whereas other prefer the more traditional way. Whichever you are most comfortable with is fine as long as you come across as enthusiastic and awake!

5. Forget about rejection. The person that just yelled at you has probably had a bad day. The cat could have been run over by a dustbin lorry or they could have just spilled a cup of coffee in their lap or maybe they were just diagnosed with Green Monkey disease. I dont know and neither do you, so thank them for their time and move on to that next juicy prospect that is just bound to say yes please

6. Have a script. Every successful sales person I know uses a script be it written down or in their head. Know exactly what that first 20 or 30 second pitch is going to be and make sure that speech is relevant and demonstrates benefits of your service without giving chapter and verse. Conversations that start off ah and er usually end up in a speedy good and bye.

7. Check they are free to talk. You may have been passed through inadvertently to somebody that is in the middle of drawing up plans to conquer the world by a week on Friday. So simply ask are you free to speak for 2 minutes Bob about something that is going to help you and your business be more efficient and profitable? If Bob says no hes got the world-conquering thing to finish ask for a time that would be more convenient.

8. Do no try and sell! This is very important; Telephones are for making appointments not selling. Give the reasons why you should meet and then assume the meeting.

9. This is a skill. Skills need fine-tuning and practice, do not expect immediate success. Even Tiger Woods needs to practice, and so do you.

10. Enjoy yourself. Remember, this isnt life or death, its a few phone calls, a few opportunities to chat to interesting people and most importantly, a chance to make some friends, some lovely money and feel wanted again.

One final thing. If you wait until you need customers before you start to prospect you are already in trouble. You should be filling your pipeline as a mater of course because this is a process that takes time and nobody likes talking to a desperate sales person.

Tim Brownson is a UK Qualified Personal & Business now living coach in Florida. He has 20 years experience in sales, advertising and customer service. He is an NLP Master Practitioner and Hypnotherpist and specializes in one-to-one coaching to improve business performance and help advance careers. He welcomes feedback at http://www.adaringadventure.com

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